Three Tips To Greater Sales Profits

Selling is a tough business. Many people start a sales job with high hopes, but quickly burn out. Getting rejected isn’t easy for anybody, and in sales, you have to suffer through plenty of rejection in order to get to the pot of gold on the other side. However, with a few techniques, you can increase your closing percentages, so you get less rejection, and more sales. In this article I’ll be talking about various closing techniques that can help you improve your bottom line.

The first closing technique is one you’ve likely experienced many times yourself. It’s called the ‘puppy dog close,’ and is based on the following scenario. A young family with children comes into a pet store. They see a bunch of puppies, and the kids ask if they can have on. The smart proprietor offers the family to take one home for the weekend, no charge. Of course, after the weekend is over, they just have to buy the puppy. Any time you allow your client to use your product without cost, for any amount of time, you are using the puppy dog close. Test drives, sixty day free trials, any time somebody lets you try out an appliance in your home, these are all variations of this powerful closing technique.

The next technique is called a ‘take away’ close. This is when you build up the value of the product, but then at the last minute, come up with some kind of problem that might prevent the client from buying the product. This makes the product much more desirable in their eyes, so they’ll be much more likely to buy the product. Examples of this are saying there is a limited time, quantities are limited, or suggest there may be some kind of a waiting list. Many times the existence of a waiting list is reason enough for lots of people to want to buy a product.

This last technique is a bit more subtle, as it’s a linguistic technique borrowed from the world of conversational hypnosis. It’s called a double bind. What it does is offers your client two choices, that in reality both lead the same outcome. If I ask you whether you want to sit in the red chair or the blue chair, it may seem like you have a choice, but my outcome, to get you to sit down, is realized either way. Similarly, when it comes time to ask for the order, you can construct your question like this: Do you want the six month plan, or the two year plan? Will you be paying with cash or credit?

With these basic techniques, you’ll find your sales can increase dramatically. You’ll close a lot more sales, and your commission checks will be substantially larger.

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